Rules of the Road (2005)
“The mail-in ballots were coming in at Gladstone headquarters and Harry Bender’s friend, Lyle, said that Elden and the Shoe Warehouse were going to win by a landslide. We’d had an all-out telephoning marathon with me, Harry, Mrs. Gladstone, and Alice calling all the stockholders and asking them for their support. In one hour seven people hung up on me, two asked if I was crazy, and one said she’d think about it.
I’d just come off the sales floor with Harry Bender, who’d shared with me his two go...lden sales rules that lifted him from the sewer of despair to the top of his profession.
Rule Number One: Care about people more than what you’re selling.
Rule Number Two: Never miss a good opportunity to shut up.
We were sitting in the backroom; Harry Bender was studying a can of Coke like it held some hidden secret to victory.
“It looks pretty bad, doesn’t it, Mr. Bender?”
He took a long drink, wiped his mouth. “There isn’t any stockholder we talked to who doesn’t want to make more money, but there are still lots of folks out there who don’t want the Gladstone quality changed.MoreLess
I’d just come off the sales floor with Harry Bender, who’d shared with me his two go...lden sales rules that lifted him from the sewer of despair to the top of his profession.
Rule Number One: Care about people more than what you’re selling.
Rule Number Two: Never miss a good opportunity to shut up.
We were sitting in the backroom; Harry Bender was studying a can of Coke like it held some hidden secret to victory.
“It looks pretty bad, doesn’t it, Mr. Bender?”
He took a long drink, wiped his mouth. “There isn’t any stockholder we talked to who doesn’t want to make more money, but there are still lots of folks out there who don’t want the Gladstone quality changed.MoreLess
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